Personal selling approaches used in television shopping

Journal of Fashion Marketing and Management

Volumn 7, Issue 3, 2003, Pages 249-258

  Fritchie, Louise Lystig ^a   Johnson, Kim K P ^a  

^a UNIVERSITY OF MINNESOTA   (United States)

Author keywords

Clothing; Home shopping; Selling; Television

Indexed keywords

BUSINESS STRATEGY; CLOTHING INDUSTRY; CULTURAL ANTHROPOLOGY; MARKETING; MEDIA; SALES;

EID: 0043240875     PISSN: 13612026     EISSN: None     Source Type: Journal    
DOI: 10.1108/13612020310484807     Document Type: Article

References (13)

1. American Demographics (1997), "Shopping from the sofa: an Aragon survey says Americans won't buy from the tube if they feel remote", April, available at: www.demographics.com/publications/mt97~mt/970412.html (accessed 27 June, 2000).
2. Auter, P.J. and Moore, R.L. (1993), "Buying from a friend: a content analysis of two teleshopping programs", Journalism Quarterly, Vol. 70 No. 2, pp. 425-36.
3. Cialdini, R.B. (1993), Influence: Science and Practice, 3rd ed., HarperCollins, New York, NY.
4. (The) Economist (1996), "Home alone?", The Economist, 12 October, p. 70.
5. Gumpert, G. and Drucker, S. (1992), "From the agora to the electronic shopping mall", Critical Studies in Mass Communication, Vol. 9, p. 193.
6. Harden, A.J. (1996), "TV shopping: a summary of women's attitudes gained through focus group discussions" Journal of Family and Consumer Sciences, Vol. 88 No. 4, Winter, p. 58.
7. Hayes, C. (1995), "Cashing in on the home shopping boom", Black Enterprise, Vol. 25 No. 7, February, p. 128.
8. HSN (n.d.), Home Shopping Network Company Info, available at: www.hsn.com (accessed 30 May, 2002).
9. Kakkar, S. (2000), "Interactive TV to encourage impulse buying", Marketing Week, Vol. 22 No. 48, 13 January, p. 20.
10. McDonald, W.J. (1995), "Home shopping channel customer segments: a cross-cultural perspective", Journal of Direct Marketing, Vol. 9 No. 4, pp. 57-67.
11. QVC (n.d.), Quality, Value, Convenience Business Overview, available at: www.qvc.com (accessed 30 May, 2002).
12. Simmons Market Research Bureau (1994), Simmons Study of Media and Markets: Direct Mail and Other In-home Shopping, yellow pages, Florists, Telegrams, Faxes, and Greetings Cards, Simmons Market Research Bureau, New York, NY.
13. Underwood, E. (1996), "Is there a future for the mall?", Brandweek, Vol. 37 No. 13, 25 March, p. 24. F